Mid Market Account Executive - Mountain West
Phoenix, AZ; Salt Lake City, UT; or Denver, COFull-TimeMiddle
Salary not disclosed
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Job Details
- Experience
- 3+ years
- Required Skills
- SalesforceNegotiationHubSpot
Requirements
- 3+ years of experience in a quota-carrying sales role selling SaaS or technology solutions.
- Prior experience in a quota-carrying closing role that includes field or outside selling.
- 3+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation, and closing.
- 3+ years’ experience conducting targeted searches and queries to research, qualify, and convert qualified sales leads.
- Experience in a quota-carrying role delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts.
- Bachelor’s Degree in Marketing, Communications or other business-related majors (preferred).
- Experience using Salesforce and HubSpot (preferred).
- Excellent verbal communication skills, specifically around negotiations, public speaking, and presentations.
- Experience travelling often as a strategic method to prospect, network, and sell - up to 60%.
- Must be deadline-driven and detail-oriented.
Responsibilities
- Hunts and closes new business for specific assigned metropolitan cities and markets, focusing on opportunities aligned to Tenna’s Mid-Market customer profile.
- Actively prospects potential new customers and follows up on touchpoints in a strategic and diligent manner, working both outbound efforts and inbound leads.
- Initiates and cultivates relationships with prospective customers via phone, email, and in-person prospecting visits, using these as strategic levers to build relationships and advance opportunities within assigned markets.
- Attends tradeshows, industry-specific events, conferences, and association events, leveraging internet research, CRM searches, and prospecting tools to identify, qualify, and engage key stakeholders.
- Creates and executes an outreach micro-strategy for each potential new customer and persona, tailoring messaging based on customer needs and market dynamics.
- Strategically plans the cadence of and tracks the number of touchpoints for each prospect, maintaining accurate activity and opportunity details in CRM.
- Reports to and collaborates with their assigned Manager to align on new business acquisition strategy, pipeline health, and forecasts.
- Leverages cross-functional internal resources to close new business and uses the “zippered” approach appropriately to support customer evaluation and decision-making.
- Stays abreast of industry trends and market shifts by participating in associations, attending webinars, events, and conferences.
- Uses travel as a strategic method to prospect, network, and sell, including meeting prospective customers onsite when beneficial to deal progression.
- Leads in-person or virtual product demonstrations with prospective customers, conducting discovery to understand customer workflows, challenges, and buying processes.
- Negotiates contracts and closes deals by developing a thoughtful strategy for each prospect and engaging multiple stakeholders as needed.
- Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
- Creates outbound email communications using CRM software and analyzes results to continuously improve outreach effectiveness.
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